Technical Sales Manager – Building & Infrastructure

The Company

POSITION ASSIGNMENT / JOB PURPOSE

• Drive business development & market development within the geographical scope for Building & Infrastructure business

• Key local resource to represent Imerys B&I in all business dimensions

• Work together with Distributors, as needed, for business development

• Keep close contact with Key Accounts, including visits and meeting, as appropriate.

• Identify sales development targets, elaborate and implement appropriate development strategy and liaise with the B&I Market and the Senior Management

• Help / Negotiate contracts with customers. Work with the legal department to prepare the contract. Ensure contract follow up. 

• Supervise implementation of actions requested by Customers through the visit reports

• Drive the implementation of pricing strategy. Participate to the price negotiation. Ensure prices coherence on its area. 

• Coordinate activities with Technical Support Manager for B&I customers, according to agreed yearly objectives (defined by the Regional Sales Manager & B&I Market) – ensure relevant impact of technical presentations, trials and development projects

• Provide a monthly report summarizing the main actions and outcomes of the market

• Prepare budget, sales plans and forecasts. Review sales performance against targets.

• Feed Quintiq and other Forecasting tools monthly or as directed with all business information

Manage the CRM tool on its perimeter 

• Record all call / visit reports in CRM promptly.

• Record all Leads and Opportunities in CRM and review them weekly.

• Support claim management (Smiles)

• Support sample management. In charge of sample request under Smiles and follow up (with the team)

• Identify technical requirements and ideas of development to feed opportunities pipe on Smiles

Time split by market:         

• 50%   Drymix mortar industry - most strategic market with Xeler Allroad from Vizag Plant besides other aluminates and Peramin (working with our Distributor – GDCI India Pvt Ltd. and Global Key Accounts (Mapei, Saint-Gobain Weber, Ardex, MYK Laticrete, Bostik, Sika, Kerakoll etc.) + local accounts (Pidilite, Fosroc, Thermax, Cera Chem, Kryton, Avcon, Don Construction, Berger Paints, Tuffrock, MYK Arment etc)

• 10%    DI Pipes: Development of products / business and re-capturing lost market from Electrosteelcastings, Jindal Saw Pipes, Srikalahasthi Pipes etc.
   

• 40% Infratstructure Business development – working with various agencies, project leaders, Government bodies etc. to develop business

POSITION ENVIRONMENT & CONTEXT

• Home Office (Mumbai / Bengaluru / New Delhi) 

• Up to 70% travel to support distributor, visit customers, production sites and prospects

• Manage commercial activities for all B&I markets lndia, Bangladesh & Sri Lanka

• Coordinate own activity with front office back up, based in Vizag.

• Coordinate own activity with Respective Technical Support Managers and Regional sales Manager

• Despite Imerys facing local competitors in India on the Drymix Mortar market, the company has a leading reputation, a clear premium and the only one to have BIS certification and provide advanced services (supply chain expertise, technical & market experts visits, accessibility to new products, etc)

KEY RESULTS AREAS / PRINCIPAL RESPONSIBILITIES :

• Manage the sales budget (+ its revisions), sales forecasts.

• Animate the customer portfolio using the company CRM (Sales Force) for reports, sampling, complaints, etc.

• Animate and push actively business development and new leads / opportunities (process through the CRM).

• Request & invlove experts support (Supply Chain, technical, senior management)

PURPOSES / PERFORMANCE CRITERIA:

• Sales management vs Budget & revised versions

• Opportunities development (number & maturity stage)

• New markets development (new leads, market mapping)

• Primary Technical discussions & Support to customers

• Premium creation, enhancement 

• Perfect coordination with relevant departments (local distributors, sales administration, Tech Support Managers & Regional Sales Manager)

• Ensure timely payment as per agreed terms by customers

• Initiate development of local products as a project in coordination with all concerned like industrial, technical, legal, finance and other relevant departments

KEY SKILLS

- Very good knowledge : 

• Business Development, Negotiation, Customer Relationship Management

- Good Knowledge : 

• B&I / drymix mortar market & applications, key account management

• Technical skills in B&I related products and applications

• Computer skills and various tools including Power Point Presentations

- Basic knowledge : 

• Finance & Supply Chain Management

Behavioural skills

• Good Team Player

• Self Motivated

• Out of the box thinking

• Autonomous, dynamic & resilient, not compromising on operational excellence, able to work in a matrix organization

Academic training : 

• Civil / Chemical Engineering Degree. 

Experience: 

• 08 - 12 years in the B&I business

• Able to play the role of first technical hot line (prior to involving the Technical Support Manager)

and

Only technical issues will be monitored through the below inbox:

recruiting.support@ imerys.com

PLEASE DO NOT SUBMIT RESUMES OR APPLICATIONS TO THIS EMAIL, AS THEY WILL NOT BE REVIEWED. 

To ensure fairness and legal compliance in our recruitment processes, only applications received through the online application process will be considered. 

IMERYS is an Affirmative Action and Equal Opportunity Employer and it is our policy to not discriminate against any employee or applicant for employment because of race, color, religion, sex, national origin, age, marital status, sexual orientation, gender identity, genetic information, disability, veteran status, or any other status protected by federal, state or local laws.